Today's guest is a Negotiations Instructor and Coach at the Black Swan Group and author of "From Jet Who to JetBlue".

He was part of the founding team at JetBlue and after an active and thrilling twenty-year career with this successful airline, his book, From JetWho to JetBlue, takes you behind the scenes of this successful organisation from its early days and reveals how to develop a unique culture and working environment that can last decades.

Black Swan consultants are seasoned former law enforcement negotiators and business savy individuals who have spent significant amounts of time on the front lines of negotiation and understand the distinction between academic theoretical instruction and the requirements of the real world.

In our conversation, we discuss a lot of the techniques used by the Black Swan group such as no-orientated questions, labels, tonality, dynamic silence, and loads more content that estate agents can go action today to make a fundamental difference to their business.

You do not want to miss this episode with a person who offers incredible value and works alongside Chris Voss, who is author of one my favourite books 'Never Split The Difference'.